Posts tagged sales success
How to Overcome Adversity, Plus Corporate Sales Tips


I recently spoke with Elinor Stutz, bestselling author, speaker and founder of SmoothSale.net.

In a time when women were limited in the sales and business worlds, Elinor launched her career. She has broken barriers to become a top producing salesperson in every company she has worked for.

Eventually, she became a world-renown trainer for sales leaders and a bestselling author on the topic of sales.

Elinor started her sales teaching career after an accident left her diagnosed as paralyzed for life. She used sales techniques and positive thinking to overcome that near disability and heal completely, and she has continued to use advanced sales and psychology tactics to overcome many other obstacles.

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Sales People — Top 6 Reasons You are Failing

This probably isn’t the first time you have heard this terrifying, almost never failing statistic, “The top 20% of the salesforce produces 80% of sales.” In every single organization and team that I’ve managed, consulted, or witnessed this statistic has proven true. It’s not a theory, it’s not a myth, and it’s not a tagline to beat down on under producers. It’s simple math.

If you manage a team of 20 salespeople who end up doing $30 million in revenue this year your top 4 salespeople will most likely close about $24 million.

This leaves the other 16 (bottom 80% I call them) only bringing in about $6 million. Over my career the more and more time I spent working with, training, and coaching people who aren’t yet in the top 20% the more I learned about them.

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